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Purpose of Job: The Business Development Manager's main goal is to secure profitable growth by identifying, qualifying, documenting, and partnering with high-quality new customers in their territory. This involves effective planning before visiting markets and executing during trips to leverage all channels and tools for new business. Additionally, the BDM collaborates with Distributor teams, including local sales and account management, to meet sales objectives and act as a sales leader within their territory. They mentor local sales reps, sharing best practices to drive sales and develop new dealers.
Job Components:
* Meet or exceed annual unit goals by securing business within various customer segments.
* Support and demonstrate Interstate's Purpose & Values.
* Generate unit volume through individual sales efforts, using targeted strategies and value propositions.
* Partner with inside sales on identified leads.
* Create a sales plan considering ideal targets and relationships.
* Prioritize based on market inputs.
* Establish credibility through industry insights and product knowledge, uncover challenges, and close sales.
* Participate in Market Strikes as required.
* Understand the Automotive Parts Aftermarket, including channel characteristics and trends.
* Demonstrate and communicate the value of WD and Jobber programs.
* Coordinate with internal teams and channel partners for sales planning.
* Maintain technical knowledge of products and applications.
* Develop and deliver tailored presentations and proposals.
* Coordinate transitions with Account Management and facilitate follow-up.
* Contribute to team sales skill development.
* Maintain an accurate sales pipeline in Salesforce.com.
* Document interactions and manage opportunities efficiently.
* Plan distributor visits with agendas, calls, and follow-ups.
* Participate in sales meetings and share leads across segments.
* Engage with other departments as needed.
* Drive personal growth through seminars and workshops.
* Use data to adjust plans for maximum production.
* Follow safety procedures when handling batteries.
Qualifications:
* Bachelor's Degree or equivalent.
* 4+ years of B2B/Commercial sales experience.
* Top performer awards.
* Excellent communication and interpersonal skills.
* Strong customer service and business development skills.
* Ability to manage multiple opportunities.
* Experience with Salesforce.com or similar CRM.
* Proficiency in Microsoft Word, Excel, PowerPoint.
* Ability to work and travel independently.
* Self-motivated.
* Valid driver's license.
Scope Data:
* Expense reporting and credit card reconciliation.
* Interface with Distributors, Business Consultants, RSMs, and dealers.
* Manage travel requirements.
Work Environment:
* Prolonged sitting, use of hands, talking, and hearing.
* Visual abilities include close vision, depth perception, and focus adjustment.
* Occasional lifting of 50+ lbs.
* Exposure to warehouse conditions, fumes, chemicals.
* Prolonged computer and phone use.
* Operate a motor vehicle.
* Frequent travel within markets by car and air.
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